Financial Data and Key Metrics Changes - Annual Recurring Revenue (ARR) grew 19% year-over-year to $440 million, with a sequential increase of 5% [23][24] - Third quarter revenue reached $126 million, an 18% increase from the previous year, primarily driven by a 21% growth in subscription revenue [24][25] - Adjusted EBITDA for the third quarter was $37.7 million, up 20% year-over-year, with a margin of 29.9% [25][30] - Free cash flow for the third quarter was $30 million, with a trailing twelve-month free cash flow of $140 million, representing a margin of 31% [27][30] Business Line Data and Key Metrics Changes - Subscription revenue grew 21%, with approximately 89% of total revenue associated with subscription-based software solutions [24][25] - The U.S. State and Local segment and Latin America were highlighted as strong performers, contributing significantly to subscription revenue growth [24][25] - ARR for SaaS and cloud-based solutions grew three times faster than total ARR, with Guardian's customer base more than doubling year-over-year [12][25] Market Data and Key Metrics Changes - The Americas accounted for 55% of total ARR, with EMEA at 33% and Asia Pacific at 12% [24] - The Americas segment grew 21%, driven by strong performance in U.S. State and Local government and Latin America [24] Company Strategy and Development Direction - The company is focused on four core growth vectors: leadership in unlock and access solutions, innovation in AI and digital investigations, resurgence in U.S. Federal sector growth, and the acquisition of Keryllium to expand its total addressable market (TAM) [14][18][19] - The strategic focus on the global defense and intelligence sector is yielding positive results, with increased investments from military and intelligence agencies [13][18] - The upcoming launch of Guardian Investigate is expected to transform the investigation lifecycle and enhance collaboration and insights [15][16] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in a strong rebound in 2026, driven by pent-up demand and targeted funding releases [17][20] - The company remains cautious about the fourth quarter due to normal government seasonality and recent shutdowns but anticipates these factors to be transitory [17][20] - The management team emphasized the importance of disciplined spending and margin expansion to maintain profitability and free cash flow [21][30] Other Important Information - The company ended the third quarter with $595 million in cash, cash equivalents, and investments, positioning it well for future growth and potential acquisitions [26][27] - The acquisition of Keryllium is expected to close soon, which will enhance the company's offerings in the defense and intelligence sectors [19][20] Q&A Session Summary Question: Path forward to cloud adoption as a percent of ARR - Management indicated ongoing partnerships with customers transitioning to cloud solutions, with many products already in the cloud [42][44] Question: Insights on Keryllium's pipeline and growth potential - The company has built a significant pipeline for Keryllium, with initial orders processed and expectations for more transactions in Q4 [46][47] Question: 2026 growth prospects and guidance - Management refrained from providing specific numbers for 2026 but expressed confidence in accelerated growth compared to 2025 [50][52] Question: Federal business performance and growth drivers - The federal segment returned to growth in Q3, with significant orders from strategic clients, indicating strong product fit and momentum [58][60] Question: Competitive landscape and market positioning - The company noted high barriers to entry in the market, with no significant new entrants, and expressed confidence in its competitive positioning [91][93]

Financial Performance - Total revenue for Q3 2025 reached $126 million, an 18% increase compared to $107 million in Q3 2024[42] - Subscription revenue for Q3 2025 was $113 million, a 21% increase from $93 million in Q3 2024[42] - ARR (Annual Recurring Revenue) as of September 2025 reached $440 million, a 19% increase compared to $371 million in September 2024[42] - Adjusted EBITDA for Q3 2025 was $38 million, representing 30% of revenue, compared to $31 million and 29% in Q3 2024[42] - The company anticipates ARR to be between $460 million and $475 million for fiscal year 2025, representing a growth of 16% to 20%[72] - The company expects revenue to be between $470 million and $475 million for fiscal year 2025, representing a growth of 17% to 18%[72] - The company projects adjusted EBITDA to be between $124 million and $127 million for fiscal year 2025, with an adjusted EBITDA margin of 26% to 27%[72] Acquisition - Cellebrite is set to acquire Corellium for $170 million in cash, with an additional $30 million earn-out potential over 2 years, the deal is expected to close in Q4 2025[34] Market Position - Cellebrite has a global customer base of approximately 7,000 customers[8] - Cellebrite's solutions are used in over 1.5 million legally-sanctioned investigations in 2024[8] - Cellebrite serves over 3,000 state and local accounts in North America, including 72 out of the top 100[24]

Core Insights - Cellebrite reported a 19% increase in Annual Recurring Revenue (ARR) to $439.8 million and an 18% increase in revenue to $126.0 million for the third quarter of 2025 [1][6] - The company achieved a net income of $20.2 million, supporting a non-GAAP net income of $36.9 million and an adjusted EBITDA of $37.7 million, resulting in a 29.9% adjusted EBITDA margin [1][6] Financial Performance - Revenue for the third quarter reached $126.0 million, up 18% year-over-year, with subscription revenue at $112.7 million, reflecting a 21% increase [6][27] - The dollar-based net retention rate for recurring revenue was reported at 117% [6] - GAAP gross profit was $105.7 million, with a gross margin of 83.9%, while non-GAAP gross profit was $106.5 million, yielding a gross margin of 84.5% [6][28] Business Highlights - The CEO highlighted the strong performance in the U.S. Federal business, indicating optimism for growth in 2026 as government budgets are expected to increase [2] - Cellebrite's Autumn 2025 Release introduced new capabilities in its Digital Investigation Platform, including the Guardian Investigate solution, set for general availability in early 2026 [6][10] - The company is also enhancing its flagship digital forensics solution, Inseyets, with improved access to Android and iOS devices [6] Leadership Changes - On October 30, 2025, Holly Windham was appointed as General Counsel and Chief Compliance Officer, bringing extensive legal leadership experience [5][7] Financial Outlook - The CFO indicated strong demand in the U.S. state and local segments, projecting a free cash flow margin of approximately 30% for the full year 2025 [10] - For the fourth quarter of 2025, revenue expectations are between $123 million and $128 million, with full-year revenue projected at $470 million to $475 million [10]

Core Insights - Cellebrite will report its third-quarter 2025 financial results on November 12, 2025, after U.S. market close [1] - A live conference call and webcast will be held on the same day to discuss the financial results and full-year outlook [2] Company Overview - Cellebrite is a global leader in Digital Investigative solutions, focusing on enhancing digital investigations and intelligence gathering to accelerate justice [3] - The company provides AI-powered Digital Investigation Platform that allows lawful access, collection, analysis, and sharing of digital evidence while preserving data privacy [3] - Thousands of public safety organizations, intelligence agencies, and businesses utilize Cellebrite's solutions to close cases faster and safeguard communities [3]

Core Insights - Cellebrite announced its Autumn 2025 Release, enhancing its Digital Investigation Platform with new integrations and AI-powered analysis capabilities [1][3] - The addition of Corellium technology through a reseller agreement expands Cellebrite's mobile virtualization offerings, enhancing its digital intelligence solutions [2][3] Product Innovations - The Autumn 2025 Release includes the new Guardian Investigate solution, which utilizes agentic AI to analyze various evidence types and streamline investigative workflows [5] - The Guardian suite has been expanded to include SaaS offerings for digital forensics and investigations, with a focus on collaboration and data residency compliance for EU customers [5] - New deployment options for Pathfinder, Cellebrite's multi-device investigative data analytics solution, are now available in AWS GovCloud, offering cost-optimized configurations [5] Market Impact - Cellebrite's technology is utilized in over 1.5 million investigations annually, serving more than 7,000 customers globally across various sectors including law enforcement and intelligence [3][6] - The integration of Corellium solutions has attracted multiple customers in the defense and intelligence sectors, enhancing mobile vulnerability research and application security testing [5]

Core Insights - Cellebrite has expanded its partnership with the National Center for Missing and Exploited Children (NCMEC) to enhance investigations related to child exploitation [1][3] - The integration of NCMEC's CyberTipline hash value list into Cellebrite's digital forensics software, Cellebrite Inseyets, allows for immediate identification of known child sexual abuse material (CSAM) [1][2] - This integration is expected to significantly reduce the time required for investigators to locate CSAM, thereby accelerating the process of evidence collection and prosecution of offenders [2][3] Company Overview - Cellebrite is a leader in digital investigative solutions, focusing on enhancing digital intelligence and accelerating justice for public safety agencies [5] - The company’s AI-powered Case-to-Closure (C2C) platform is designed to assist in lawful access, collection, analysis, and sharing of digital evidence while maintaining data privacy [5] - Cellebrite's initiatives, such as "Operation Find Them All" (OFTA), aim to leverage technology in protecting children and have already contributed to numerous investigations leading to rescues and arrests [3][5] Industry Context - The partnership with NCMEC is part of a broader effort to combat child exploitation and enhance the capabilities of law enforcement agencies [3][6] - The integration of technology in investigations is seen as a critical advancement in the fight against online child exploitation, providing tools that improve the efficiency and effectiveness of law enforcement [2][3] - NCMEC plays a vital role in supporting public safety agencies in cases involving missing and endangered children, working collaboratively with organizations like Cellebrite [6][7]

Summary of Cellebrite DI (CLBT) FY Conference - June 04, 2025 Company Overview - **Company**: Cellebrite DI (CLBT) - **Industry**: Digital Forensics - **Market Position**: Established leader in the digital forensics market with 15 years of experience, serving 7,000 customers globally, including 5,300 law enforcement and defense agencies [12][13][24] Core Insights and Arguments - **Growth and Profitability**: The company has achieved consistent top-line growth, profitability, and positive cash flow without external funding [12] - **Digital Evidence Importance**: In 90% of cases, law enforcement relies on digital evidence, highlighting the need for advanced investigative tools [14] - **Technological Advancements**: The company emphasizes the necessity of technology to manage the increasing complexity and volume of digital data [15][16] - **Product Offerings**: Key products include: - **Insights**: Most utilized solution for accessing and extracting data from locked devices, including deleted and hidden data [18][19] - **Guardian**: A SaaS solution that enhances collaboration between investigators and forensic examiners, facilitating real-time data review [21][22] - **Pathfinder**: Supports multi-phone investigations and case narrative development [23] Market Dynamics - **Customer Base**: The company is selective in its customer engagements, focusing on ethical guidelines and strategic partnerships [24] - **Growth Potential**: Current penetration in investigative units is around 5%, indicating significant room for growth as agencies modernize their digital investigation capabilities [25][30] - **Budget Constraints**: Despite stagnant budgets in law enforcement, the company has maintained a compound annual growth rate of 30% over the past five years [33] Financial Performance - **Strong Q1 Results**: The company reported strong financial performance with expectations of continued ARR growth between 45% to 50% [26] - **Cash Flow**: Approximately $500 million generated from operations, supporting both organic and inorganic growth [26] Future Outlook - **Cloud Transition**: 20% of business currently generated from cloud-based solutions, with plans to increase this as customers transition from on-premise to cloud environments [29][39] - **AI Integration**: The company is actively integrating AI capabilities into its products, focusing on enhancing investigative processes while ensuring trust in AI outcomes [41][43] - **Competitive Landscape**: The company differentiates itself from competitors like Axon's evidence.com by focusing on the investigative process rather than merely data storage [52] Additional Considerations - **Ethical Use of Technology**: The company is aware of the potential misuse of AI and emphasizes the importance of ethical considerations in its technology [48] - **Future Innovations**: Continuous development of features such as deep fake analysis capabilities and AI-driven insights to enhance investigative efficiency [50][41] This summary encapsulates the key points discussed during the conference, highlighting Cellebrite's strategic positioning, product offerings, market dynamics, and future growth potential.

Financial Data and Key Metrics Changes - The market for Celebrite's solutions is estimated to exceed $16 billion globally, with digital forensics growing historically at 15% to 20% and analytics and management components growing at 35% to 50% [5][51] - Celebrite's annual recurring revenue (ARR) growth is primarily driven by upselling to existing customers, with new customers contributing only about 1.5% to ARR growth [62][63] - The Guardian solution has seen over 100% growth for three consecutive quarters, while Pathfinder is growing slightly faster than the average growth of the entire installed base [63] Business Line Data and Key Metrics Changes - Celebrite services approximately 7,000 customers globally, including 5,300 public sector agencies and 1,700 enterprises, with a small percentage currently utilizing the Guardian or Pathfinder solutions [6][52] - The transition to the new Insights platform has exceeded expectations, with 30% of the installed base already transitioned by the end of Q1, and an expectation to reach 50% by year-end [85][86] Market Data and Key Metrics Changes - The digital forensics market is moving into its teenage years of growth, while management and analytics components are still in their infancy [5][51] - The complexity of data investigations is increasing at a rate of approximately 15% annually, while the headcount of police forces is only growing by 2% to 3% [4][48] Company Strategy and Development Direction - Celebrite aims to bridge the "safety gap" in law enforcement through technology, addressing the growing complexity and backlog in digital investigations [4][48] - The company is shifting from per-seat pricing to more volume and value-based pricing, particularly for cloud-related offerings, allowing smaller customers to access the same capabilities as larger agencies [87] Management's Comments on Operating Environment and Future Outlook - Management noted a level of uncertainty regarding government spending, but they expect this to convert into a meaningful tailwind as new spending plans are debated in the Senate [67] - The company believes that the current headwinds in procurement processes will eventually turn into opportunities as government agencies adapt to new spending pressures [21][24] Other Important Information - Celebrite has a dedicated internal AI innovation team that is focused on integrating AI into their solutions while ensuring that evidence generation remains under the control of investigators [73][75] - The company has been successful in accessing both iOS and Android devices, with a strong emphasis on maintaining broad coverage across various phone models [68][69] Q&A Session Summary Question: Can you provide more granularity on the ARR growth during the first quarter? - Most of the ARR growth comes from upselling to existing customers, with new customers contributing only about 1.5% [62][63] Question: Can you elaborate on the changes in procurement processes and government spending? - There is ongoing uncertainty in government spending, but the pipeline has grown meaningfully, aligning with new spending plans for defense and civilian agencies [66][67] Question: How does Celebrite handle new model releases, particularly with iOS and Android? - Celebrite has a strong track record in both iOS and Android, focusing on broad coverage of devices to meet law enforcement needs [68][69]

Company Participation in Investor Conferences - Cellebrite plans to participate in several investor conferences in May and June 2025, including the Craig-Hallum Institutional Investor Conference on May 28, TD Cowen 52 Annual Technology, Media & Telecom Conference on May 29, Bank of America 2025 Global Technology Conference on June 3, William Blair 45 Annual Growth Stock Conference on June 4, and D.A. Davidson Inaugural Consumer & Technology Conference on June 10 [1]. Executive Representation - The executives representing Cellebrite at these conferences will include Dana Gerner, Chief Financial Officer, and Andrew Kramer, Vice President of Investor Relations [1]. Conference Formats and Webcast Availability - The conferences will feature various formats, including 1x1 meetings and fireside chats, with specific presentation times noted for each event. Webcast links for the fireside chats and management presentations are available on Cellebrite's investor relations microsite [1][2]. Company Mission and Services - Cellebrite's mission is to enhance digital investigations and intelligence gathering to accelerate justice globally. The company offers an AI-powered Digital Investigation Platform that allows lawful access, collection, analysis, and sharing of digital evidence while preserving data privacy [3]. Client Base - Thousands of public safety organizations, intelligence agencies, and businesses utilize Cellebrite's digital forensic and investigative solutions, which are available through cloud, on-premises, and hybrid deployments [3]. Contact Information - Investor relations inquiries can be directed to Andrew Kramer, Vice President of Investor Relations, while media inquiries can be directed to Jackie Labrecque, Senior Manager of Content Strategy and Operations [4].

Financial Data and Key Metrics Changes - Celebrite achieved a 23% year-on-year growth in Annual Recurring Revenue (ARR) for Q1 2025, reaching $408 million [24] - Adjusted EBITDA grew by 34% year-on-year, resulting in a 22% margin [7] - The company reported Q1 revenue of $107.5 million, a 20% increase from the previous year, primarily driven by a 21% growth in subscription revenue [28] - Non-GAAP net income for Q1 was $26.2 million, with diluted non-GAAP EPS growing by 25% [30] Business Line Data and Key Metrics Changes - The Insights product family drove the majority of net ARR expansion, with a notable transition from legacy digital forensics licenses [26] - The Guardian product saw over 100% year-on-year ARR growth for the third consecutive quarter, indicating strong adoption [10][28] - Pathfinder's growth is in line with the core business, with new enhancements expected to improve its adoption trajectory [78] Market Data and Key Metrics Changes - The Americas region grew by 27%, with strong performance in state and local government and Latin America [25] - EMEA experienced a 15% expansion, while Asia Pacific saw a 28% growth in ARR [25] - The U.S. Federal segment faced modest shortfalls, impacting overall performance [9] Company Strategy and Development Direction - Celebrite remains committed to growth while managing spending to support bottom-line objectives [7] - The company is focusing on expanding its presence in the intelligence and defense sectors, which are expected to see increased demand due to geopolitical factors [13][76] - The ongoing CEO search is being conducted with a focus on securing a leader who can drive the company's mission of enhancing public safety [19] Management's Comments on Operating Environment and Future Outlook - Management expressed optimism about the second half of 2025, citing an expanding pipeline and the traditionally strong seasonality of government spending [12][34] - The company anticipates a recovery in the U.S. Federal sector, despite current spending constraints [34] - Management highlighted the critical need for Celebrite's solutions in combating sophisticated crime, reinforcing the company's market position [42][50] Other Important Information - Celebrite's gross retention rate held steady at 92%, with standout retention levels in the U.S. and Asia Pacific [25] - The company ended Q1 with $509.8 million in cash and equivalents, reflecting a strong balance sheet [31] - Celebrite's cloud-enabled offerings are rapidly approaching 20% of total ARR, showcasing the shift towards cloud solutions [18] Q&A Session Summary Question: Is there any deterioration in the demand environment? - Management noted no material change in leadership decision-making and expressed optimism about the pipeline and new opportunities surfacing [40][41] Question: What visibility is there regarding deal slippage? - Management indicated that while there has been some deferral in new business, the pipeline is growing, and they expect clarity post-Memorial Day [88][90] Question: Update on FedRAMP certification timing? - Management is targeting FedRAMP authorization to operate by the end of Q3 2025, pending sponsorship from federal agencies [56][58] Question: Insights on EMEA efforts? - The executive team has engaged directly with customers in the UK and Germany to demonstrate commitment and strengthen relationships [62][66] Question: Corporate opportunity performance? - The corporate segment is growing in line with the enterprise market, with significant wins from Fortune 50 customers [98]